fbpx
 
 

Adaptation of the commercial model: From the traditional to the modern

 


Sintec Consulting

 


Sintec Consulting

Comparte
 

October 28, 2012

Adaptation of the commercial model: From the traditional to the modern

 


Sintec Consulting

 


Sintec Consulting

Comparte

Descargas

PROBLEM

  • The company had a traditional organizational structure and realized it was in danger of becoming obsolete. The great risk was to lose market share by not adopting new methods of commercial organization. Consequently, this could lead to low product availability, loss of clients, and high operation costs.
  • The company needed to answer the following questions: How do you deal with the day to day requirements in the retail channel? How do you control a modern channel when this channel gains power every day?

HOW WE SOLVED THIS

  • We researched the needs of the clients and the channels in order to know what to offer and sell.
  • We generated a new commercial organization in order to remain current with the market for the next years.
  • We defined new roles for the commercial area.
  • Based on information systems, we defined indicators to control operations and know what actions to take.

BENEFITS
Quantitative

  • The project paid for itself in the first year it was implemented.
  • Sales increase by 12% in the first year.
  • Control over lost sales.
  • Promotions reached the client in adequate time.
  • Increased productivity of the sales force.
  • Tracking activities at point-of sale.
  • Effectiveness of the visits made by sales executives.

Developed Capabilities

  • The company remained relevant in the market.
  • The company was able to dominate the power of the modern channel.
  • The company was able to administrate a pulverized market, such as the retail market.

 

About Sintec
Sintec is the leading consulting firm focused on generating profitable growth and developing competitive advantages through the design and execution of holistic and innovative Customer and Operations Strategies. Sintec provides a thorough and unique methodology for the development of organizational competencies, based on three key elements: Organization, Processes and IT. Furthermore, Sintec has successfully carried out more than 300 projects on Commercial Strategies, Operations and IT issues with more than 100 companies in 14 countries throughout Latin America. Our track record of more than 25 years makes Sintec the most experienced consulting firm in this area of expertise in the region. 

Ciudad de México: +52 (55) 5002 5444

Monterrey: +52 (81) 1001 8570 / 01 800 112 8570

Bogotá: +57 (1) 379 4343

Sao Paulo: +55 11 3443 7433

sintec.com

informes@sicweb.wpengine.com

 

Sintec Consulting

This is the "wpengine" admin user that our staff uses to gain access to your admin area to provide support and troubleshooting. It can only be accessed by a button in our secure log that auto generates a password and dumps that password after the staff member has logged in. We have taken extreme measures to ensure that our own user is not going to be misused to harm any of our clients sites.

 

Sintec Consulting


This is the "wpengine" admin user that our staff uses to gain access to your admin area to provide support and troubleshooting. It can only be accessed by a button in our secure log that auto generates a password and dumps that password after the staff member has logged in. We have taken extreme measures to ensure that our own user is not going to be misused to harm any of our clients sites.